Account Executive, Canadian Government

EarthDaily Analytics; Ottawa; On-site; CAD 90,000 - 125,000; Full time

Job summary

An innovative firm at the forefront of space technology is seeking a dynamic Account Executive for Canadian Government Sales. This role involves leveraging satellite imagery and analytics to drive sales in government sectors. The ideal candidate will possess a strong background in geospatial technology and a proven track record of exceeding sales targets. As part of a creative and agile sales team, you will develop strategies to engage customers, manage relationships, and contribute to a meaningful mission of sustainability. If you're ready to make an impact in a fast-paced environment, this is the opportunity for you.

Benefits

Competitive compensation

Flexible time off

Meaningful mission

Great work environment

Qualifications

• 8+ years in a customer-facing role selling SaaS or technical solutions.
• Experience selling to Government of Canada departments is preferred.

Responsibilities

• Drive revenue growth by closing new business and expanding existing accounts.
• Develop and execute territory sales plans and manage opportunity pipelines.

Skills

Sales Skills

Negotiation Skills

Customer Relationship Management

Market Research

Communication Skills

Education

University degree in Technical Areas

MBA or equivalent

Tools

HubSpot

SalesForce

Job description

OUR VISION

At EarthDaily Analytics (EDA), we strive to build a more sustainable planet by creating innovative solutions that combine satellite imagery of the Earth, modern software engineering, machine learning, and cloud computing to solve the toughest challenges in agriculture, energy and mining, insurance and risk mitigation, wildfire and forest intelligence, carbon-capture verification and more.

EDA’s signature Earth Observation mission, the EarthDaily Constellation (EDC), is currently under construction. The EDC will be the most powerful global change detection and change monitoring system ever developed, capable of generating unprecedented predictive analytics and insights. The EarthDaily Constellation will combine with the EarthPipeline data processing system to provide unprecedented, scientific-grade data of the world every day, positioning EDA to meet the growing needs of diverse industries.

OUR TEAM

Our global, enterprise-wide team represents a variety of business lines and is made up of business development, sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. EDA's BD and Sales team is nimble and creative, and in preparation for launching a frontier and disruptive product in EDC we are building a wide and deep sales pipeline for a variety of use cases. We are currently looking for an experienced Account Executive, Canadian Government Sales to join our crew!

READY TO LAUNCH?

Do you want to work for one of the most exciting space companies at the forefront of global change detection/change monitoring and lead the sale of EarthDaily Constellation data and analytics services for large enterprise and government accounts spanning several vertical markets? Using a values-based selling approach, the ideal candidate will take a hunter approach regularly prospecting to uncover and close new logo business or work to expand the growth of existing accounts. If you have experience in earth observation, geospatial technology or similarly technical market with a proven track record of regularly achieving and exceeding sales targets, we would love to hear from you.

PREPARE FOR IMPACT!

Reporting to the VP, Sales, and with deep knowledge of key programs and relationships with stakeholders from the Canada Department of National Defence and Canada Armed Forces, the Account Executive, Canadian Government, will help develop EDA's government sales strategy to sell products and services into Government of Canada departments and agencies. Working closely with the CRO, Sales team, and Product Development teams, they will identify new sales opportunities, shape customer requirements, and develop closing strategies for strategic opportunities in Canada.

KEY RESPONSIBILITIES

• Drive revenue growth by developing a pipeline and closing new-logo business while uncovering expansion opportunities within existing accounts.
• Develop and execute against a territory sales plan.
• Generate new logo and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows.

Identify, Engage Customers to Close Sales

• Present and demonstrate the value of EDA’s products to its customers.
• Accurately manage and forecast against an opportunity pipeline.
• Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management.

Market Research and Sales Management

• Work to continually understand the market trends of your territory and advise to cross-functional teams (i.e. Marketing; Product; Partnerships; Executive).
• Develop and maintain strong relationships with your customers.
• Manage the contracting and procurement process.
• Regularly educate customers on new use-cases, solutions, market trends etc. (be a trusted advisor and deliver commercial insight).
• Conduct regular field activity (i.e. customer meetings, attend conferences/tradeshows/workshops).
• Regularly achieve and exceed sales quota by meeting New-Logo, Expansion and Renewal business targets (TBC depending on the region).

YOUR PAST MISSIONS

• University degree or equivalent in Technical Areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography etc.) or Business, Administration or a related field (MBA or equivalent will be considered an asset).
• 8 years+ experience in a customer-facing role, selling a SaaS or highly technical solution.
• Vertical specific expertise; selling products and services into Government of Canada departments.
• Prior employment or experience working with systems integrators.
• Experience in Earth observation, geospatial technology or similarly technical market with a proven track record of regularly achieving and exceeding sales targets carrying/delivering against a seven-figure quota.
• Experience with selling into Canadian Provincial and Territorial governments is not a prerequisite, however candidates with this experience will be strongly considered.

YOUR TOOLKIT

• Deep knowledge of Canada Department of National Defence and Canada Armed Forces policies, organizational and budgetary structure, key programs and stakeholders.
• Humble, genuine, inquisitive; excellent at negotiating and asking open ended questions.
• Strong proficiency in English for verbal and written communication; thorough understanding of how to successfully prospect into accounts and generate new pipeline; familiar with opportunity qualification and management methodology such as BANT or MEDDPICC.
• Experience with a CRM such as HubSpot or SalesForce.
• Target driven and highly organized with excellent time management skills.
• Familiarity with Canada’s participation in FVEY and NATO programs is an asset.
• Availability to travel within the territory on a regular basis (2-4 times per month).

YOUR COMPENSATION
Base Salary Range: $90,000-$125,000 CAD annually
Variable Pay: Up to 100% of base earnings in connection with achievement of quota for your region.

The range above depends on job-related skills, experience, training, education, location and business needs. The range is based on Canadian-derived compensation for this role. Only when a candidate has the demonstrated experience, skills, and expertise to advance in the range for this position, would we consider paying at the top end of the range for this role.

OUR SPACE (including travel)

We’d love to welcome you to the Sales team for this remote opportunity. Ours is a fun, fast-paced and exciting work environment where we hold earth-smart (living sustainably), creativity and innovation, proactive communication, diversity and accountability as core values. And just like space exploration - we’re constantly evolving and pushing new boundaries.

This position has a substantial requirement for travel (3-4 times per month) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.

To make the most innovative products that serve our customers, we recognize the role that each of us plays in Diversity and Inclusion at EarthDaily. We draw from our diverse crew of exceptional team members and encourage and empower our team members to express themselves regardless of identity, race, colour, ancestry, place of origin, religion, marital status, family status, physical or mental disability, sex, sexual orientation and gender identity or expression.

Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.

WHY EARTHDAILY ANALYTICS?

• Competitive compensation and flexible time off.
• Be part of a meaningful mission in one of North America's most innovative space companies developing sustainable solutions for our planet.
• Great work environment and team with a head office location in Vancouver, BC.